Appointment activity is the life blood of any sales organization. Both skill and will are critical ingredients for success.
There are three key ingredients to effective prospecting: you need to do it as a team, you’ve got to have a clear process, and you must set some goals.
Number one: Do it as a team. Don’t allow people to say, “Oh yes, I’m doing it.” Make prospecting a team sport. You could have the team get together at the start of a two hour time slot, and then everybody goes their own way and then comes back at the end to share their results. You might have them do it as a team together, setting them up in pairs. Whatever you choose to do, make sure it involves everybody. Managers should be right there, helping them, leading the prospecting, making some calls themselves. Make it a team sport!
Number two: You’ve got to have a clear process. Help people with the skill side of prospecting because they may be good, but they need to be great if they’re going to be successful.
Number three: Set some goals. Even when prospecting works, you’ve got to be clear about what your numbers are, how many calls have to be made to get however many appointments, and follow the goals religiously.
Watch Kevin Higgins, President, Fusion Learning discuss the three key ingredients to effective prospecting: